Selling Consulting Services Effectively (PowerPoint PPT)

This PowerPoint presentation is a training document used by a major management consulting firm for business development. It focuses on 2 methodologies for selling and building client relationships:

ORDER Model

ORDER stands for Opportunity, Resources, Decision Process, Exact Solution, and Relationship. What makes the ORDER model unique and valuable for consulting firms is its comprehensive approach.

The ORDER Model integrates opportunity assessment, resource allocation, data-driven decision-making, execution planning, and ongoing performance evaluation. This systematic methodology enhances the consulting firm's ability to help clients adapt to changing market conditions, optimize resource utilization, and achieve sustained growth and competitive advantage. It ensures that strategies are not only well-designed, but also effectively implemented and adapted as circumstances evolve.

4S Model

The 4S Model (where the 4 Ss are Strategy, Substance, Structure, and Style) is used in conjunction with the ORDER Model for imposing communication requirements. Effective selling requires making important strategic decisions around each of the 4 Ss.

The 4S Model emphasizes the importance of conveying the strategy (Strategy), the depth and quality of the content (Substance), the organizational alignment (Structure), and the appropriate presentation and messaging (Style) for successful business development.

This presentation also provides a selling tool (the message planner template) and use case examples to illustrate the application of the tool.

This is a great reference for selling management consulting services. Global consulting firms often view business development as a holistic process that extends beyond short-term gains, emphasizing long-term client relationships and comprehensive solutions. They also invest research into developing an effective biz dev approach and utilize proven business development frameworks, such as what's explained in this presentation.

This document delves into the critical role of audience analysis in the decision-making process. It also highlights the importance of addressing typical buyer and individual concerns to craft winning messages.